Buying Signals!
Buying Signals are nothing but hints that the customer sends out [knowingly or unknowingly] during the sales process. If we are alert we will be able to catch it. Sometimes,…
Love marriage & Arranged marriage!
What's the difference between Love marriage & Arranged marriage? Let us see this and find out how it is relevant to Sales situations. Keep that thought at the back of…
What can we do to make you sign-up?
Seller: "Sir, my boss thinks I am spending too much time on this deal. She says you will not buy from us. What is your advice to me?" If a…
Why your customers are buying your products?
Years ago, Ponds Talcum Powder was selling in huge quantities in Namakkal/Salem area in Tamilnadu. It was unusual. So, they set out to find the reason for this. You will…
Personalizing your emails!
Known Universe. In Marketing/Sales, it simply refers to a database of companies. When you start building your list, you normally start off with this database. Let's call them suspects. Next,…
What is cold calling in Sales?
How many times have we seen 'just out of college' kids carrying some books, stopping you on the pathway or door-knocking and saying: "This is not for Sale. This is…
Say “NO”, when you have to!
My Wife, Son & I were travelling back to Bangalore from Chennai in a night train once. We got in to the train about 15 minutes before departure. That's because…
One of a kind Sales Strategy that I stole from a friend!
I instantly liked my friend's job & wished I had such a job too. My friend & I studied Mechanical Engineering together in college. We used to do 'Joint Study'…
My worst experience with a Prospect!
My worst ever experience with a prospect. Like everybody else, I too write about only my good experiences. But the truth is that the bad experiences teach us what they…
How to become a consultant?
In my first job, I used to sell two or more competing products in any category [MS Office Vs Lotus Smartsuite, MS Exchange Vs Lotus Domino [notes], MS SQL Vs…